Make it Your New Year's Resolution
to Improve Your Networking Skills
Whether you're an insurance salesman, graphic artist, nonprofit organization or widget designer, one of the most effective ways to gain new customers is through networking. In its purest form, networking is simply talking with people to gather information, seek advice, expand awareness - and most importantly, generate referrals. Everyone has advice on networking tips...so we thought we'd provide some of our own.
Never approach someone empty-handed. Listen to the individual's story - be it professional or personal - and offer a contact or tip first. Don't jump in with what you do and need. When you take an interest in other people and demonstrate that you want to give as well as get information, people will genuinely want to help you too, whether now or in the future.
A good way to network is network is to simply do the things you love to do anyway - play golf in a league, then hang around afterward for lunch and drinks; strike up conversations with the regulars at the bagel place; volunteer at your favorite nonprofit. Doing the things you like to do is a relaxed way to get to know people. Ultimately, the conversation will come around to what you do. This is an especially helpful tactic for people who hate to attend "networking-specific" events.
Join groups that have others in the same profession you're in and groups with others in different professions. The first will help you to gain more knowledge and connections in your field, and the second will help you gain more business contacts/clients.
To expand on these points, get involved in your trade organization at the highest level for which you have time/ability/competence. Many people stated that their busiest and most profitable years were when they were in these leadership positions. The reasons are twofold - first they were visible to anyone looking for that type of service, and second, there is a natural assumption that if they were the president of the group, they must be the "best."
Don't go where the "sellers" are - go where the "buyers" are. At many networking events, everyone is there to sell their services and no one is buying. For a successful networking event, ask yourself "Who buys what I sell?" Then, select events that those people attend. However, if everyone else in your field is going to the event, don't go. Also, bring business cards - but not too many. Chances are if you’re giving out more than 10 or so cards, you aren't being selective enough with whom you are sharing your time.
Any time you network, be proactive and introduce yourself. Go up to people, say hello, and start a conversation. It can be challenging to attend events where you don't know anyone, but remember, a lot of the other attendees also feel awkward. Introducing yourself helps break the ice and puts people at ease, especially when an event is just starting.
To increase your exposure, consider writing columns (or hiring an agency such as WWC to write them!) for publication offering knowledgeable advice in your field of expertise.
If you attend a lot of networking events, you're often left with many business cards and you can't remember the person or even where you got the card. Pick one card a day and call the person, introduce yourself, say you have their card but don't remember where you got it and ask if they have a couple minutes to tell you more about what they do. Hopefully they'll also ask what you do.
Finally, always remember that successful networking is a two-way street. Be a resource for others and they'll be a resource for you.
©2006 Wise Women Communications